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Hub You - The Key to Driving Sales is Understanding 'What' not 'How'
Selling To Women - Selling To Men - It Isn't the SameNow let's not fall into the old style car salesman's trap of believing that men are interested in what goes on under the bonnet and women are only interested in what colours you can get and whether it has a vanity mirror.Believe me, and I speak as an ex mechanical engineer, I couldn't give a toot what goes on under the bonnet. I'm much more interested in driving a ca
All sales professionals, no matter their functional area of expertise should be able to understand the strengths and weaknesses of their selling abilities in their various markets. Having a “universally functional” understanding will help you attain higher levels of sales success. Various examples of universal functionality may include: solution selling methodologies, commodity selling methodologies, high volume selling methodologies, an
Robert has become a mobile fast food shop. He was released recently from prison, after having served for one year on petty-theft which he had practiced for several years before the hand of the law came knocking. Now he has changed, if his rehabilitated status passes the test of time. He sells meat soup lased with a few pieces of meat. His other menu includes eggs, rice and potatoes. He carries all the food on his body, complete with cutler
What can you do - to do more, with less? Is ‘more’ the right focus? Do you really have ‘less’? More what? Less what?
The answer is not to continue to beat yourself up over the myriad of reasons why a sale was booked or not. The answer is to better understand how your selling style and your target’s buying style can integrate.
What does it take to make a sale lately?
In Sales, we used to focus on the “Sales Cycle.” Maybe you still do? The problem with the traditional definition of the ‘Sales Cycle’ is that it is focused on YOU and not on your prospect. More recently, the focus has shifted to the ‘Buying Cycle’ and learning how to synchronize it to gain a win-win relationship. To sell successfully in today’s market, your focus must be on the integration of the ‘Sales Cycle’ and the ‘Buying Cycle’ into an overall sales system based on trust, ethics, win-win, and driving towards a transaction. This “commerce cycle” is rooted in the buying and selling relationship, with special emphasis on value – the value that both the buyer and seller each bring to the relationship.
Commerce is a much more applicable term to understand the complete nature of selling, where the acts of buying and selling integrate. Just like the laws of nature, for every action there is an opposite reaction. The same holds true for sales.
To leverage the ‘Commerce Cycle’ it is important to understand: 1) the buyer(s) and his/her buying cycle(s), 2) your sales cycle, and 3) how and when the two intersect. A variation of this approach used to be referred to as ‘reducing the sales cycle.’ In reality nothing was reduced, you just learned when to engage. Understand the buyer(s), and the buying cycle(s), and you will understand the commerce cycle - then you will be widely successful.
All sales professionals, no matter their functional area of expertise should be able to understand the strengths and weaknesses of their selling abilities in their various markets. Having a “universally functional” understanding will help you attain higher levels of sales success. Various examples of universal functionality may include: solution selling methodologies, commodity selling methodologies, high volume selling methodologies, and
If you've been in business some time - you will have more than one marketing strategy going on - so how do you find out which one is working?Split testing is the answer. What is that? As the implies – you are splitting your campaigns and testing them separately. You do this by marking each of your marketing campaigns in some way so that you know where your traffic and sales are coming from and which campaign is the most successfu
What does it take to make a sale lately?
In Sales, we used to focus on the “Sales Cycle.” Maybe you still do? The problem with the traditional definition of the ‘Sales Cycle’ is that it is focused on YOU and not on your prospect. More recently, the focus has shifted to the ‘Buying Cycle’ and learning how to synchronize it to gain a win-win relationship. To sell successfully in today’s market, your focus must be on the integration of the ‘Sales Cycle’ and the ‘Buying Cycle’ into an overall sales system based on trust, ethics, win-win, and driving towards a transaction. This “commerce cycle” is rooted in the buying and selling relationship, with special emphasis on value – the value that both the buyer and seller each bring to the relationship.
Commerce is a much more applicable term to understand the complete nature of selling, where the acts of buying and selling integrate. Just like the laws of nature, for every action there is an opposite reaction. The same holds true for sales.
To leverage the ‘Commerce Cycle’ it is important to understand: 1) the buyer(s) and his/her buying cycle(s), 2) your sales cycle, and 3) how and when the two intersect. A variation of this approach used to be referred to as ‘reducing the sales cycle.’ In reality nothing was reduced, you just learned when to engage. Understand the buyer(s), and the buying cycle(s), and you will understand the commerce cycle - then you will be widely successful.
All sales professionals, no matter their functional area of expertise should be able to understand the strengths and weaknesses of their selling abilities in their various markets. Having a “universally functional” understanding will help you attain higher levels of sales success. Various examples of universal functionality may include: solution selling methodologies, commodity selling methodologies, high volume selling methodologies, an
A franchisor who is promoting his franchise brand is really marketing for a couple of different objectives and this makes things a little more difficult than in other types of businesses. You see, a franchisor must promote the brand name to help the franchisees get more customers because if the franchisees don't succeed the franchisor will also go out of business.A franchisor must also market his franchise system so that he can recr
Commerce is a much more applicable term to understand the complete nature of selling, where the acts of buying and selling integrate. Just like the laws of nature, for every action there is an opposite reaction. The same holds true for sales.
To leverage the ‘Commerce Cycle’ it is important to understand: 1) the buyer(s) and his/her buying cycle(s), 2) your sales cycle, and 3) how and when the two intersect. A variation of this approach used to be referred to as ‘reducing the sales cycle.’ In reality nothing was reduced, you just learned when to engage. Understand the buyer(s), and the buying cycle(s), and you will understand the commerce cycle - then you will be widely successful.
All sales professionals, no matter their functional area of expertise should be able to understand the strengths and weaknesses of their selling abilities in their various markets. Having a “universally functional” understanding will help you attain higher levels of sales success. Various examples of universal functionality may include: solution selling methodologies, commodity selling methodologies, high volume selling methodologies, an
All most all the companies have plenty of executive positions, which are very necessary for running of an organization. Candidates having eligibility for executive positions need the jobs that fit their criteria. Executive positions are supporting level jobs for any industry, any area of work. The industries and executives are most in demand are Insurance executive, Logistic executive, Finance executive, Engineering executive (Designer in
To leverage the ‘Commerce Cycle’ it is important to understand: 1) the buyer(s) and his/her buying cycle(s), 2) your sales cycle, and 3) how and when the two intersect. A variation of this approach used to be referred to as ‘reducing the sales cycle.’ In reality nothing was reduced, you just learned when to engage. Understand the buyer(s), and the buying cycle(s), and you will understand the commerce cycle - then you will be widely successful.
All sales professionals, no matter their functional area of expertise should be able to understand the strengths and weaknesses of their selling abilities in their various markets. Having a “universally functional” understanding will help you attain higher levels of sales success. Various examples of universal functionality may include: solution selling methodologies, commodity selling methodologies, high volume selling methodologies, an
IntroductionThe purpose of this paper is to gain an understanding of project management and to give a brief overview of the methodology that underpins most formally run projects. Many organisations do not employ full time Project Managers and it is common to pull together a project team to address a specific need. While most people are not formally skilled in project methodology, taking a role in a project team ca
All sales professionals, no matter their functional area of expertise should be able to understand the strengths and weaknesses of their selling abilities in their various markets. Having a “universally functional” understanding will help you attain higher levels of sales success. Various examples of universal functionality may include: solution selling methodologies, commodity selling methodologies, high volume selling methodologies, and methodologies used when selling a service.
It’s a cluttered sales world out there, and you need to develop a model that helps you better understand the balance of selling and buying in today’s global economy. The model you develop must be rooted in an understanding of the seller’s activities and the buyer’s activities. Strive to make your model open and flexible to account for faster or slower sales cycles.
From the CEO to the front-line sales representative, the key is to develop an organizational understanding of the processes and framework of professional selling. Professional sales people are the revenue generating engines of any company. Yet few sales people are measured on standardized metrics of performance. Often, a “what works for you, won’t work for anyone else” approach is taken when it comes to training and nurturing the professional sales person.
Driving your sales means to understand “What” the sales profession is. To do that, you must continuously improve and seek the help of books, tapes, seminars, and others. Find the “what” as it pertains to you – the truth is out there.
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